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The Little Word That Makes Website Sales Copy Great

By Michael Tasker in Featured

The skill of how to use persuasion in website sales copywriting is so very important for information marketers and will determine the degree of success that they will enjoy from their internet business. Once this skill is learned, you can utilize the ability to influence the prospect or customer to take any action that you wish them to take.

So what do you want the visitor to your website or blog to do? Is it to sign up for a free report in return for them giving you their email address details or to make a purchase of a product or service that you are recommending to them? Whatever it is, you want the person reading or listen to you to take a specific action that you want them to take.

The fact is, and don’t ignore this important point, each piece of content that is created whether an email, blog post, article or sales letter should always direct the reader to take a specific course of action. The question is how do you get them to take such action or should it be rephrased to say how do you influence them to take the action that you want?

A very effective technique to utilize is to try and get them to persuade themselves that the action requested to be taken is in fact in their best interests. Put simply, you get them to say “yes” instead of “no”. In fact, you get them to say “yes” repeatedly in their heads. Get them to think “yes”. Not once or even twice, but several times.

Within the sales copy, by using a series of discretely placed questions, you can elicit the “yes” response in the mind of the reader. Simple questions such as “would you not like to benefit too?” and “does that sound good to you?” will virtually compel the reader to respond “yes” to themselves. It encourages them to think positively about your product and also about you.

The more times that the reader thinks about the word yes and mentally answers “yes” to questions asked, the greater the prospect of them taking the action you want. It is referred to as the “yes, yes” sequence and should be adopted in all communications with prospects and customers where your goal is for them to take a specific action.

The secret to utilizing this method is to ask questions in a very subtle way through ensuring that when one is asked, the text is part of the natural flow of the sales copywriting message. You don’t want to interrupt the interest and intrigue for the reader with a blatant question that could appear to be out of sync with the message that you have created. Some of the most effective questions are those that doe not come across as appearing as questions but more as a link between one part of the sales copy and another.

When you discover how to do copywriting for a website utilizing this very effective method, you will witness a greater number of them taking the action that you wish for, which will ultimately influence the rate of sign ups to your email list or sales of your products.

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The Internet Business Start Up Kit is the resource you need if you want to create your own profitable niche website business. From initial market research to traffic generation techniques, you will not find a better step by step guide to lead you through the stages to your own internet marketing success. My review is available here.

Sales Copy IS Your Sales Team So Learn How To Write It – A SPN Exclusive Article

By Steve Richardson in Featured

The right words in your sales message can quadruple the profits of any advert, web page, sales letter or email immediately.

You better believe that words are your most powerful and persuasive weapon in successfully making sales online.

When you learn the art of killer copywriting and produce a winning promotion you join a very exclusive club that have mastered the most sought after skill of all… you can have sales orders flying in from all directions… by email, your website, mail, fax, social media, etc

Just imagine the feeling of ecstasy when you release an offer and instantly get an avalanche of response. Think carefully now about the feeling of confidence you will have knowing how to create a money making offer from nowhere.

It bestows on you the power to make a personal fortune… by just using the right words. Mastery of using the right words is the utmost form of financial security and profit opportunity in these un-secure times.

Let’s run through a ‘quick sales copywriting workshop’ together:-

1. How do you get started?

Research:
You need to know about your customer before you can talk to them in a way that will get them to respond. Find out where your customers hang out by using forums, blogs and other social networks to enter into conversations to really understand what your customers’ want, what they need, how they talk and really get to know on a personal level, what your customers’ problems are. Run a survey and ask pertinent questions.

When you get to know your customers you can start to really engage with them. Remember the process is always people dealing with people.

2. How do you attract attention, what is your hook?

Play devil’s advocate and use the “so what?” test:
So now you’re ready to talk to your customers, you know where they are and you know the lingo they use. But how will you know if what you have to say is going to get the necessary response? What is going to grab your reader’s attention enough to compel them to actually do something? Because if you can’t persuade them to take an action how do you expect your customer to follow you… trust you… believe in you… buy from you?

Totally put yourself in your customer’s shoes and ask the question “so what?” to every comment and statement you put in your sales copy and if it doesn’t pass the “so what… who cares?” test remove it.

3. What is going to persuade your customer to take the action you want?

Compelling offers:
Everybody loves something for free, since the beginning of time sales have started with free information… a free report… a free trial… starter kit… free demonstration etc. A time limitation, a limited number available or an early bird bonus introduces urgency into the customer’s decision making process.

Other compelling offers include things like:
- Mystery
- Easy payment options
- Discount for more
- Money back guarantee
- Lower price based on customer’s promise of a referral or testimonial
- Deferred payment
- Introductory offer
- Product as an afterthought to the free gift

A compelling offer will only ever be compelling when it is laser targeted at your target customer who has clearly shown a real need for the solution to the problem that your offer provides. Doing that ensures what you are saying is 100% relevant to your reader. And also, you must clearly demonstrate that the cost to your customer is way less than the value they are going to receive from your offer. When you manage to do this your customer will see themselves as ‘the winner’ when they take the action you compel them to take.

4. What are the “right words” to use in order to maximize sales?

Use hidden psychological motivators:
*Stories - since ancient times we have always related to stories and we have been brought up that way. “Mommy tell me a bed-time story”, sound familiar? Take for example the single most successful sales letter, it is a story…

“On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college. They were very much alike, these two young men. Both had been better than average students, both were personable and both – as young college graduates are – were filled with ambitious dreams for the future. Recently, these two men returned to college for their 25th reunion. They were still very much alike. Both were happily married. Both had three children. And both, it turned out, had gone to work for the same company Midwestern manufacturing company after graduation, and were still there. But there was a difference. One of the men was a manager in that company. The other was its president.”

A powerful message indeed, told as a story.

*The reason why – when you make a claim or special offer in your advert provide a genuine reason why the claim stands up or an honest reason why your offer is special. Don’t be mysterious; be genuine, open and honest so that your customers can trust you and believe you.

*Be specific – understand that readers of advertising are always skeptical. If you claim something that is specific – such as “58% of readers signed up for…” whatever, you are either lying or telling the truth. Make sure you do the research, tell the truth and be specific and you will stand out from the crowd.

“42 Year Old Seattle Man Reveals His Simple System For Making Immediate Online Profits From a 2 Page Website Template… Even If You Hate Computers”

There are 5 specifics in this headline; age, location, gender, number of pages and hate/dislike/fear of computers. It is more likely that this headline will be true in the mind of the reader and there are 5 different specific reasons for the reader to identify with the message.

9 more psychological motivators to include in your sales copy are:- * Truth * Curiosity * Authority * Scarcity * Social proof * Contrast * Reciprocation * Commitment * Consistency

These are all powerful psychological motivators, they are triggers that have to be included if sales copy is going to get action, a conversion.

This concludes the brief workshop.

This is only a tiny sample of what you need to learn and implement if you are going to write powerful sales copy, but it’s a start. Becoming a master of copywriting and having a powerful ability to turn words into a raging torrent of cash takes a commitment and dedication that you may not possess or you may be uninterested in acquiring the tools of the trade for the most valuable money making skill in the world.

On the other hand if you are serious about how to communicate with all of your customers in order to give them genuinely valuable help whilst at the same time maximizing your profit opportunities, then you have no choice but to become a master copywriter.

I wish you well and more power to your business, I look forward to any comments you may want to share…

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Steve Richardson has been in business for over 25 years running small businesses, predominantly in asset leasing, vehicle leasing and marketing. Having seen the value of building an online presence he brought his offline businesses online. Steve has more recently launched an internet marketing business based on breaking down the most successful internet marketers’ strategies into simple to understand and use methods for those people who want to get started themselves running an online business, or are struggling to make a profitable income. You can visit Steve’s blog at http://makemoneyonlineforever.com

How to Use Sub-Headers in Your Internet Sales Copy

By John Beaumont in Featured

Sub-headers refer to the highlighted text in any document but in a sales copy they are used for two main purposes:- 1. To break up the text 2. To keep re-enforcing the benefits of the product/service.

Why do we want to break up the text? For the simple reason that it is much more pleasing on the eye and makes the document far easier to read for your prospect.

Ideally you should aim to break up the text into small segments every 3 to 5 paragraphs. Whilst this matter may not seem to be too significant the experience of many internet marketers has shown that this point is very important.

It has been found that many an otherwise good piece of writing has failed simply because people have been turned off because the copy looks like too much hard work to plough through. So for this reason alone we should ensure that we use good sub-headings

The second main purpose is to keep re-enforcing the benefits of your product. You must maintain an emotive style of writing pushing the most appealing features of each segment and continuously maintaining your reader’s excitement.

It is important to remember that most people scan-read a sales letter before they actually read it in its entirety. When we scan-read we tend to pick out those bits which catch our eye so the art is to direct the prospect to the parts which you want them to read. Thus we ensure that we use sub-headers to break up the body of the sales document every 3 to 5 paragraphs to help achieve this.

When deciding on your sub-headers it is vital that you ensure that they “follow on” from your main heading. They are there to re-enforce your main headline not to detract from it! By using good appropriate sub-headings you are ensuring that the main headline remains fresh in the minds of the readers.

Perhaps one of the best ways of selecting your sub-headings is to recall all the other headings you were considering when deciding on your main headline and see if you can incorporate them now as your sub-headers.

As with any sales literature you must continue to put yourself in the shoes of your prospect. One of the best ways to ensure that your sub-headers are in the correct area is to ask yourself questions. Keep asking yourself the question “what are the benefits that my product can give to my reader?”

Bear in mind that it is the perceived benefits to your prospect which will sell your product rather than the product itself.

For example a person rarely buys a top of the range motor vehicle just to get from point A to B. Any cheap vehicle will do that for them. They are buying perhaps for additional comfort, increased esteem etc not just the main purpose.

The main purpose of your sub-headers and the article itself is to convey to the reader that the benefit of buying your product is more valuable than the asking price. If your product makes your potential customer feel younger, more healthy, richer etc then they will willingly part with their money to achieve this state,

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Each Customer Is Unique

By Kathy Dobson in Featured

Every successful copywriter is familiar with the Internet acronym “WIIFM.” This acronym stands for “What’s In It For Me” and is the first position your customer will take when reading your sales copy.

Your customer may believe they are purchasing something based on need, but in reality, they are buying a “feeling.” The feeling that ownership gives them. This is a 100% emotional act.

Being friendly and honest in your sales letter is only the beginning to keeping your customer’s interest. And, although you can address the “WIIFM” with a clear list of benefits for buying, the tone of your sales page must also deliver the same message.

Writing a successful sales page is not difficult if you treat it as though you are writing to one person…not to a crowd of strangers. The tone and feel of your sales copy must make your customers feel as though they are part of your business. This is not difficult if you treat them as though you were talking to a close friend.

Never write your copy as though you were talking “at” someone. That’s a sure fire way to loose your prospective customer early on. You must talk “to” your customer. You must be personal and make them feel special.

Pay attention to any sales copy that stimulates you into buying. That’s the easiest way to become adept at writing great sales copy. What is their approach? Start noticing the tone used on the websites that you frequent…including your competition. Pay attention to the ones that make you consider buying a product or any that keep your attention long enough to read the entire page.

What emotional appeal does their sales copy stimulate in you? That’s what you are looking for. Determine what was said by reading the sales page over a few times…what emotional trigger was used to tempt you to buy. Whether you buy or not is irrelevant…it is enough that you were tempted.

In order to deliver a passionate response from your customers, your marketing copy needs specific attention to every word and every sentence. Allowing your personality to show through is a large part of this process. Note your own reaction to sales pages that are cold and impersonal.

Infuse your personality into your sales page. It is not difficult to be friendly and passionate when writing riveting sales copy. Remember, selling and buying is an emotional act and must be treated as such.

Should your sales copy or emails concern solutions to problems, you can make your sales copy personal by admitting that you have experienced a similar problem many times. Reveal how you handled the situation, add details about the problem and how it affected your life or business.

Never be afraid to admit failure, frustration or any self doubt you may have experienced. Admitting these things will only make your more human and approachable by your audience.

When you open up on a personal level, your customer starts bonding with you and that creates loyalty and a sense of belonging. Don’t be afraid to explain how your product or service solved your problem or made your life easier. Rather than just listing benefits, present them as tools that will make your customers life easier, fulfill a need they have or solve a problem.

Whatever you do, never emulate those late night TV commercials. High pressure may work in that environment, but it is death to an online marketer.

Keep it real, write as though you are speaking to one individual…make it personal, address a need and you will experience success.

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Kathy Dobson is a free spirited business owner and entrepreneur dedicated to helping others achieve financial and personal freedom through Internet marketing with an emphasis on membership sites.
Learn more about membership sites please visit: http://www.crazycashmembershipsites.com |  For further tips and resources visit: http://www.kathydobson.com

The Importance Of Creating Resistance In Your Copy

By Bill Platt in Featured

“Creating Resistance in Your Copy” is an idea that is alien to most online marketers. After all, online marketers want to believe that everyone should buy their products and services, because the more people buying what is being sold, the more money the marketer will inevitably earn.

Alien Marketing Concept

This concept is so alien that most Internet marketers who see this article will react as if they are “deer in the headlights”. If you are looking at this article with a blank stare – completely bewildered about my suggestion – then you are likely one of many, who are reacting the same way.

How to Extract Doubt From Your Sales Copy

By Michel Fortin in Featured

A few years ago, something happened that provided incontrovertible proof of the importance of an infallible rule in copywriting. I knew it all along but never saw it proven to me in such a personal and direct way.

What am I talking about?

No, it’s not the headline. It’s not being emotional. It’s not benefits. And it’s not split-testing, either. In fact, my opening paragraph gave you a clue.

Sure, the headline, the benefits, and all those things are important. Very important. But the one element I’m referring to, the one element that can transform flimsy, “yeah-right” copy into a sales-inducing powerhouse, is…

How to Write a Killer and Magnetic Headlines and Titles

By Branko Rakic in Featured

How to create great headlines and titles to turn your prospects into buying customers using hypnotic words that will empower them to purchase your product or service, join your ezine.

First of all, you must learn how to get your prospects to trust you. This is true on every field. We trust those that are more like ourselves or one that we have been conditioned to believe.

“How many of you do not trust car salesman? This is because you have been repeatedly told over and over again, how they can not be trusted. Not every car salesman is going to give you a bad deal, just as every young man with long hair and holes in their jeans are not criminals.”

All of us resist people we do not trust, even though it starts in our subconscious mind. So, you must learn how to get your prospects to trust you with an unconscious connection.

This can be done by perceiving others behavior and mimicking or mirroring it so to speak. To rich this we must use “embedded commands”.

What are embedded commands? This is a term from NLP that stands for Neuro-Linguistic Programming. NLP is founded on then idea that the language and behavior of a person is extremely ordered. These behaviors and language can be either functional or dysfunctional. This order or structure can be organized into a mimicking form.

This means that others can copy the language or behavior of another to produce the same results in order to improve there late comings. This in essence means that the way in which we act or feel is based on how we perceive the world instead of the real world.

An embedded command is a technique used in NLP, which will plant a thought in the mind of another person just beneath that person’s conscious awareness. Embedded commands utilize the use of commanding tone to be effective. The command generally formulates words into a question, with the tone however being in the form of a command.

The reason people use embed commands is to get their listener to do you wish them to do in a non-intrusive or demanding manner.

Example

Look at this sentence:

“You should buy this software.”

Now look at the same sentence only written a little differently. “You know, that some people find they really want to purchase this software.”

What happened in the second sentence is that you let the person know that other people want to purchase this software and like most people they believe in their own minds they are better than most people or at least want to know as much as everyone else put there.

You can also use the same sentence and use other hypnotic phrases such as:

I don’t know if you knew it, but some people find they really want to purchase this software.

And I’d like to have you discover… that some people find they really want to purchase this software.

Headlines that Control the Mind

You will need to learn how to write headlines that will control the mind of your prospects. Yes, this is possible.

Three elements you must have in your headline to control the mind include:

Engagement: The easiest way to engage thought is by asking an open-ended question.

Curiosity: Mother nature has endowed each of us to be curious creatures, appeal to a person’s curiosity and you can hypnotize almost everyone.

Short and Sweet: In general, most people want to know at glance what the letter is all about. Use a headline that is short. You can always use a longer headline as a secondary headline or sub headline. The first short headline should lead into the longer headline, which can be more hypnotic than the first one. You need to create cravings if you want prospects.

In reality, people do not purchase products; they purchase altered states of emotion. You must convince your prospects that the products will give them something they desire or crave.

You must have a product that is in area of human desire. Remember everyone wants to look and feel younger, thinner, have more energy, and of course have more stamina.

Let us see some examples of good headlines.

For Health fitness products:

Eat Right, Stay Fit, Feel Young, Gain Energy, Enjoy Less Pain

Headlines for relationships:

Attract the opposite sex, Find True Love, Improve Communication with your kids, Be noticed by your Boss, Be admired by coworkers

Headlines for finance and employment:
Be successful, Gain more knowledge, Scale the ladder of success, Get the promotion you deserve, Fire your boss

These examples are here to show you how to create your own effective headlines. Your headlines must convince your prospects that they really need you product or service. People usually buy what they want, not what they need.

About The Author:

Branko Rakic:
Millions Through Mind Control http://masscontrol.tosobiz.com/
Web Traffic Pro:
Free internet marketing videos and lessons.http://www.web-traffic-pro.com/

© Copyright 2012 All rights reserved. Jayde Online, Inc.

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